How can
Capture Teams deal with the ambiguities in the Pre-Draft RFP stage and
effectively drive the team to a successful win strategy? This presentation
focuses on how to use a prioritized list of the Customers Most Important
Requirements (MIRs) to drive effective win strategies and strategic actions
that significantly improve win probability. The Most Important Requirements
are things your customer will demand of the procurement. They go well beyond the key Specification
requirements or Statement of Work. MIRs are the link between emotional and
logical needs of the procurement. Issues like risk, past history, and fear
tend to drive these requirements. Using these MIRs to drive strategic
actions, customer contact plans, management implementation plans, and even
technical solutions is critical to ensuring the most effective use of the
time prior to the release of the draft RFP.

Steve has
over 30 years of experience in Captures, Proposals, BD, PMO, and System
Engineering. His strong leadership style and solid technical background have
helped him win $2.3B in new business for his clients. He has extensive
experience helping companies drive new business with new market penetration
strategies, discriminating pipeline analysis, and strong customer relations.
He has worked for The Goyak Group, Harris Corp, AirNet, GE, and now owns his
own Capture and Proposal Consulting Co.